G&G Industrial Lighting
Director of Technical Sales, National Accounts
Location Flexible
At G&G Industrial Lighting, we don’t just build lights — we engineer solutions that perform in the toughest environments. From food processing facilities to transit systems and industrial applications, our products are designed to thrive where others fail. Built on a foundation of innovation, customer-first thinking, and American manufacturing, we partner closely with our customers to solve real-world challenges and deliver reliable, purpose-built solutions.
We are looking for a quota-carrying technical sales leader to own and close complex national account opportunities. This person will lead high-value pursuits where technical credibility, application expertise, and commercial persuasion are required to win.
The ideal candidate can walk into a demanding industrial environment, understand the application, earn trust with technical stakeholders, build a compelling solution, handle objections, and lead the customer toward a buying decision.
Who Will I Report To?
Vice President, Growth
What Roles Am I Accountable For?
Strategic National Account Sales & Opportunity Development
- Own a meaningful individual sales quota tied to national account, OEM, and multi-site revenue growth
- Identify, prioritize, and pursue high-value opportunities across key vertical markets and OEM partners
- Lead major opportunities from early qualification through technical validation, proposal strategy, objection handling, and close
- Build relationships with operations, engineering, facilities, procurement, safety, quality, and executive stakeholders
- Develop account strategies that turn individual opportunities into long-term customer relationships
- Manage pipeline discipline in CRM, including next steps, close plans, probability, and forecast inputs
Technical Sales Leadership & Opportunity Conversion
- Lead customer meetings, discovery calls, technical presentations, site reviews, and strategic pursuits
- Diagnose customer problems and translate operating conditions into practical lighting solutions
- Position G&G against alternatives based on performance, reliability, application fit, total cost of ownership, and operational risk
- Respond directly to technical objections, application questions, and specification requirements
- Create persuasive presentations, application narratives, and business cases that move customers toward a decision
Specification Influence & Technical Positioning
- Influence engineering specifications prior to bid release on strategic projects
- Translate operating conditions and application requirements into practical, standardized solutions
- Improve early-stage technical positioning to increase specification adoption and conversion
- Identify recurring specification barriers and recommend product, messaging, or application improvements
Rep Agency, Engineering & Specifier Engagement
- Build relationships with engineering firms, specifiers, OEM partners, and technical influencers tied to strategic projects
- Provide structured prospecting direction to rep agencies pursuing national and multi-location opportunities
- Selectively partner with regional sales, rep agencies, and channel partners where technical expertise improves win probability
- Improve the consistency and credibility of G&G’s technical story in the market
- Strengthen technical alignment across channels on priority vertical opportunities
Standardization, OEM Alignment & Strategic Initiatives
- Lead national lighting standardization efforts with key customers where G&G can become the preferred solution
- Align with OEM partners and internal teams on large, repeatable, or strategic opportunities
- Reduce executive dependency by owning technical-commercial sales conversations that currently require senior leadership involvement
What Does Success Look Like?
Success in this role means G&G is winning larger, more complex, more strategic opportunities because you are personally leading the technical-commercial sales process. This person builds and manages a strong pipeline of national account, OEM, multi-site, and specification-driven opportunities; personally leads customer discovery, presentations, technical persuasion, objection handling, and close strategy; converts complex opportunities into measurable revenue; improves win rates and specification adoption; creates repeatable sales tools that make the broader team more effective; and reduces the company’s dependency on executive leadership to carry technical sales conversations.
How Do We Show Up Every Day?
- Positive Attitude — See challenges as growth opportunities. Keep an optimistic mindset. Create an uplifting environment.
- Above and Beyond — Genuine care for our customers and team — exceeding expectations.
- Always Learning — Problem-solvers who continuously learn. Insatiable thirst for personal & professional growth.
- Gets It Done (GSD) — Fast-paced, follow through on commitments.
- Detail Oriented — Intentional and dedicated to excellence in all that we do.
What Will I Need to Succeed?
- Must align with our Core Values
- 10+ years of experience in technical sales, national accounts, strategic accounts, sales engineering, lighting, electrical products, industrial equipment, controls, OEM sales, or a closely related field
- Proven ability to personally lead and close complex B2B sales opportunities, ideally with quota ownership or direct revenue accountability
- Strong technical fluency, ideally including lighting applications, electrical systems, controls, harsh-environment products, industrial facilities, or engineered solutions
- Bachelor’s degree in Electrical Engineering or similar field preferred; equivalent technical-commercial experience will be considered
- Selective national travel expected, likely 20–30%, based on opportunity quality and customer need
- Exceptional written and verbal communication skills; CRM discipline; and proven ability to work cross-functionally with sales, engineering, operations, and leadership